SAQA All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Negotiate an agreement or deal in an authentic work situation 
SAQA US ID UNIT STANDARD TITLE
13948  Negotiate an agreement or deal in an authentic work situation 
ORIGINATOR
SGB Generic Management 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Generic Management 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular-Fundamental  Level 4  NQF Level 04 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Reregistered  2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2024-06-30   2027-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This unit standard does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
This unit standard is intended as part of a qualification for managers of small businesses and junior managers of business units in larger organisations. The term business unit in this unit standard implies a small business, cost centre, section or department. The unit standard could be useful for any employee who is involved in situations where negotiation skills are required.

Junior managers include, but are not limited to team leaders, supervisors, first line managers and section heads. The positionor term is used to describe the first level of management in an organisation at which an employee has other employees reporting to him/her.

The qualifying learner is capable of:
  • Explaining the need for negotiation skills in business.
  • Explaining the steps in the negotiation process.
  • Applying the steps in the negotiation process to an authentic situation.
  • Explaining strategies that could be used in negotiation. 

  • LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    There is open access to this unit standard.

    Learners should be competent in Communication and Mathematical Literacy at NQF Level 3. 

    UNIT STANDARD RANGE 
  • For the purpose of this unit standard the term business unit is used to mean a cost center, department or small business.
  • Steps in the negotiation process include preparation, presentation, probing, bargaining and closing.
  • Different types of closure include, but are not limited to, concession close, summary close, adjournment close, or-else close and either-or close. 

  • Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Explain the need for negotiation skills in business. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. Reasons why managers need negotiation skills are indicated with reference to the changing nature of the workplace and democratisation. 

    ASSESSMENT CRITERION 2 
    2. The kind of decisions that lower level managers are required to negotiate is identified with reference to the management structure of organisation and labour legislation. 

    SPECIFIC OUTCOME 2 
    Explain the steps in the negotiation process. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. The steps used in negotiation are named and explained in terms of what is entailed at each step. 

    ASSESSMENT CRITERION 2 
    2. Reasons why negotiations fail are listed and an indication is given of what negotiators can do to facilitate a mutually satisfactory solution. 

    ASSESSMENT CRITERION 3 
    3. The abilities needed by skilled negotiators are identified and an indication is given of how each ability can contribute to the success or failure of a negotiation and at what stage of the negotiation each skill may be required. 

    SPECIFIC OUTCOME 3 
    Apply the steps in the negotiation process to an authentic work situation. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. The concepts of "favoured outcome', "settlement point" and "point beyond which you cannot g" are explained for a selected scenario. 

    ASSESSMENT CRITERION 2 
    2. The disadvantages to each party for each position are considered prior to meeting. 

    ASSESSMENT CRITERION 3 
    3. Possible points that the other party might raise are anticipated and a possible response to each identified point is considered for the selected scenario. 

    ASSESSMENT CRITERION 4 
    4. A proposal is presented and a clear indication is given of what is and what is not on the table for a selected scenario. 

    ASSESSMENT CRITERION 5 
    5. A point-by-point summary of the proposal is compiled to ensure that both parties have a common understanding of the nature and extent of the proposal. 

    ASSESSMENT CRITERION 6 
    6. Questions are asked to build common ground and establish the existence of any hidden agendas. 

    ASSESSMENT CRITERION 7 
    7. Shared interests, opportunities for cooperation and common principles are identified in order to facilitate negotiation. 

    ASSESSMENT CRITERION 8 
    8. A position is amended without sacrificing fundamental interests for a selected scenario. 

    ASSESSMENT CRITERION 9 
    9. Questions are asked for clarification and explanation. 

    ASSESSMENT CRITERION 10 
    10. Questions are asked to test understanding and to summarise understanding of a position. 

    ASSESSMENT CRITERION 11 
    11. Demands of the other party are analysed and a concession is proposed for a selected scenario. 

    ASSESSMENT CRITERION 12 
    12. The negotiation is closed for a selected scenario. 

    SPECIFIC OUTCOME 4 
    Explain strategies that could be used in negotiation. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. Tactics that can be used to delay a negotiation are described with examples. 

    ASSESSMENT CRITERION 2 
    2. Methods that can be used to break a deadlock are explained with examples. 

    ASSESSMENT CRITERION 3 
    3. Different types of closure are identified and an indication is given of when each is suitable. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
    Assessment of this Unit Standard should be contextual and practical.
  • Assessors must be registered as assessors with the Services ETQA or an ETQA that represents the sectors in which the learner is employed.
  • Moderators must be registered as assessors with the Services ETQA, or with an ETQA that has a Memorandum of Understanding with the Services ETQA.
  • The mechanisms and requirements for moderation should be applied in accordance with the requirements of the relevant ETQA.
  • Assessment should include both formative and summative assessment.
  • Training providers must be accredited by the Services ETQA or with an ETQA that has a Memorandum of Understanding with the Services ETQA. 


  • Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Learners are able to make decisions in identifying deciding on a position, anticipating responses from the other party, conceding in negotiation and closing a negotiation. 

    UNIT STANDARD CCFO COLLECTING 
    Learners are able to collect, organise and evaluate information in preparing for negotiation and asking questions of the other party. 

    UNIT STANDARD CCFO COMMUNICATING 
    Learners are able to communicate effectively and responsibly in negotiating in a selected scenario. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Learners are able to demonstrate an understanding of the world as a set of related systems when recognising relation between the democratisation of the workplace and the need for negotiation skills. 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  49021   Further Education and Training Certificate: Debt Recovery  Level 4  NQF Level 04  Reregistered  2023-06-30  FASSET 
    Core  61450   Further Education and Training Certificate: Film and Television Production Operations  Level 4  NQF Level 04  Reregistered  2023-06-30  MICTS 
    Core  49120   Further Education and Training Certificate: Film, Television and Video Production Operations  Level 4  NQF Level 04  Passed the End Date -
    Status was "Registered" 
    2007-12-02  Was MICTS until Last Date for Achievement 
    Core  58063   Further Education and Training Certificate: Labour Recruitment Services  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Core  65110   Further Education and Training Certificate: Management  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered" 
    2009-03-14  As per Learning Programmes recorded against this Qual 
    Core  66249   Further Education and Training Certificate: New Venture Creation  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Core  36436   National Certificate: Local Economic Development  Level 4  Level TBA: Pre-2009 was L4  Reregistered  2023-06-30  LG SETA 
    Elective  93997   National Certificate: Contact Centre and Business Process Outsourcing Support  Level 3  NQF Level 03  Reregistered  2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  83946   National Certificate: Management  Level 3  NQF Level 03  Reregistered  2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  66349   Further Education and Training Certificate: General Forestry  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered" 
    2015-06-30  FPMSETA 
    Elective  65989   Further Education and Training Certificate: Human Settlements Development  Level 4  NQF Level 04  Reregistered  2023-06-30  CETA 
    Elective  58800   Further Education and Training Certificate: Project Support Services  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Elective  48883   Further Education and Training Certificate: Small Business Advising (Information Support)  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Elective  57428   Further Education and Training Certificate: Youth Development  Level 4  NQF Level 04  Reregistered  2023-06-30  ETDP SETA 
    Elective  48640   National Certificate: Financial Services Management  Level 4  Level TBA: Pre-2009 was L4  Reregistered  2023-06-30  INSETA 
    Elective  48669   National Certificate: Live Event Technical Production  Level 4  Level TBA: Pre-2009 was L4  Reregistered  2023-06-30  CATHSSETA 
    Elective  48671   National Certificate: Music Industry: Sound Technology  Level 5  Level TBA: Pre-2009 was L5  Reregistered  2023-06-30  MICTS 
    Elective  97228   National Certificate: Paralegal Practice  Level 5  NQF Level 05  Reregistered  2023-06-30  As per Learning Programmes recorded against this Qual 
    Elective  49023   National Diploma: Liaison Interpreting  Level 5  NQF Level 05  Reregistered  2023-06-30  QCTO 
    Elective  48784   National Diploma: Translation  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered" 
    2018-12-31  CHE 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    1. 2000 SIMUNYE SECURITY TRAINING ACADEMY 
    2. Academy of York Pty Ltd 
    3. ADVANCED RISK SOLUTIONS 10000 (PTY) LTD 
    4. AFRIC POLICING INSTITUTE 
    5. AGAMA Consulting and Services 
    6. Amaqamu Project Management and Consulting 
    7. Arkenstone 
    8. Artshub Institute 
    9. Avenida (Pty) Ltd 
    10. Aviwe Business Development and 
    11. Azania Academy 
    12. Bavelile Consultants and Training 
    13. BC Training Academy 
    14. BDCE (Pty) Ltd 
    15. Big Fish 
    16. BITLINE SA 368 CC 
    17. BLC Entertainment 
    18. BOKAMOSO INSTITUTE OF SOUTH AFRICA 
    19. BOLTON BUSINESS COLLEGE & COMPUTER STUDIES 
    20. Boston Media House (Pty) Ltd 
    21. BPO Skills Academy 
    22. Brainwave Projects 707 
    23. Breakeven 59(PTY) Ltd 
    24. Breaking Ground Learning and Development 
    25. Brilliant Affairs 
    26. Bruniquel & Associates 
    27. Bull's Business and Skills Training Institute 
    28. Business Circle Consultation 
    29. C&L Skills Management 
    30. CAE College of Audio Engineeri 
    31. Camblish Training Institute 
    32. CCI Call Centres 
    33. Chithi Holdings 
    34. Class Skills Development Consultancy 
    35. CMO Logistics Pty Ltd 
    36. COLLINS SEBOLA FINANCIAL SERVICES (PTY) 
    37. Compuscan Academy 
    38. Cradle Stars Trading Enterprise 
    39. CREATIVE ARTS COLLEGE 
    40. CSS Credit Solutions Services 
    41. Customer Centric Solutions 
    42. Damelin Correspondence College 
    43. Department Of Justice (head Office) 
    44. Development Bank of Southern Africa (DBSA) 
    45. Digital Media Arts College 
    46. Dintshang Trading 
    47. Dru-A Professional Training Consultancy 
    48. Dunsinea Development and Consulting 
    49. E E L PROTECTION SERVICES 
    50. Ebn-Tec 
    51. EC Training Consultants 
    52. Edge Training Consultancy 
    53. Edu Power Skills Academy 
    54. EDUTEL SKILLS DEVELOPMENT PTY LTD 
    55. Ekurhuleni East College For TVET 
    56. EKURHULENI EAST TVET COLLEGE 
    57. EKURHULENI WEST TVET COLLEGE 
    58. ELASON PRO-ACTIVE SECURITY (PTY) LTD 
    59. Employ and Empower Deaf (Pty) Ltd 
    60. ENCORE GROUP PTY LTD 
    61. ENGIE SECURITY SERVICES TRAINING AND DEVELOPMENT CENTRE PTY LTD 
    62. Epitome Villa (Pty)Ltd 
    63. Ethembeni Multi Service Enterprise (Pty) Ltd 
    64. EYETHU NATIONAL COMPUTER COLLEGE PTY LTD 
    65. Facilitation Development (PTY) LTD 
    66. FILM Mentorship & Training SA 
    67. Footprint Media academy Pty ltd 
    68. Fullimput108 (Pty) Ltd 
    69. Future Performance Training 
    70. Gauteng College of Engineering 
    71. GOLDFIELDS TVET COLLEGE 
    72. Greenview Training and Development Skills Centre 
    73. Hadima Training Academy 
    74. HILLCROSS BUSINESS SCHOOL (PTY 
    75. HJN PROTORIA BRANCH 02 
    76. HJN TRAINING CC 
    77. Hlombe and Associates 
    78. HR Matters 
    79. IGKM Management Services (Pty) Ltd 
    80. Ikamvelihle Youth Development (Pty) Ltd 
    81. Ikhwezi Training Institute (Pty) Ltd 
    82. Inafrica General Trading Pty LTD 
    83. Information Technology Resource Centre 
    84. INSTITUTE FOR PROFESSIONAL LEGAL TRAINING 
    85. Institutional Higher Education 
    86. IT Labs Consulting 
    87. Jabukile Consultancy 
    88. Jeppe College of Commerce and 
    89. Johannesburg Institute of Engi 
    90. Josmap Training Institute 
    91. K Boneng Consulting Services P 
    92. Keystone Learning 
    93. Kitso Bokamoso Training Solution 
    94. Kukhula Global Projects 
    95. Learning and Performance Academy 
    96. Legal Environment Safety & Health Requirements cc 
    97. Leronsa Trading Enterprise 
    98. Leseding Computer Systems 
    99. LETZAA Group 
    100. Londimvelo Consultants 
    101. Longata Consultant 
    102. LWAZI ACADEMY OF LEARNING 
    103. Maccauvlei Learning Academy 
    104. Magumzane Traiding cc 
    105. Maharishi Invincibility Institute 
    106. Mahayi HRD Services cc 
    107. Makaota Training Consultants 
    108. MALUTI TVET COLLEGE KWETUSONG CAMPUS 
    109. Mamuhle Academy 
    110. Management College of Southern Africa (MANCOSA) 
    111. MANDULO FOUNDATION 
    112. MAS SAFE SECURITY CC 
    113. Matsila Holdings 
    114. MENTORNET (PTY) LTD 
    115. Metanoia Ratings PTY LTD 
    116. Midnight Feast Properties 116 
    117. MIDRAND TRAINING ACADEMY PTY LTD 
    118. MML Consulting CC. 
    119. MONTANA KONSTRUKSIE 
    120. Mortarboard Training Solutions 
    121. Movietech Film and Television College 
    122. MUHANGWENE DEVELOPMENT ENTERPRISE 
    123. Myeza Trading Enterprise 
    124. NETWORKING HIV AND AIDS COMMUNITY OF SOUTHERN AFRICA NPC 
    125. Networx for Career Development 
    126. NKANGALA TVET COLLEGE 
    127. Nomagwanishe Investments cc 
    128. Ntevho-Ketso Training and Recruitement Consultancy cc 
    129. NTI College 
    130. Ntsangalala Business Enterprise 
    131. Ntshikose Training Services 
    132. OL Afrika Media 
    133. ORBIT TVET COLLEGE 
    134. Organisational Development International 
    135. OSCAR MADLALA CONSULTING AND PROJECTS 
    136. Oupa Moshebi & Associates 
    137. OXY TRADING 735 CC 
    138. PACE Academia College (Pty) Lt 
    139. Pebetse Training and Consulting 
    140. Peo Entle HIV Wellness Management and Youth Skills Development NPO 
    141. Pioneer Business Consulting 
    142. Pitt Institute T/A Imithombo Institute 
    143. PMA Holdings (PTY ) LTD. 
    144. Posh Multimedia 
    145. Princely Knowledge Consulting 
    146. Princetop Corporative Training (Pty) Ltd 
    147. Production Management Institute of Southern Africa 
    148. Professional Development and Training Institute (Pty) Ltd 
    149. PTDEV (Pty) Ltd 
    150. Pulakgadi Training Consulting CC 
    151. Q-NOTE DIGITAL MUSIC ACADEMY 
    152. Quality Solutions 
    153. Radio Active Productions Publi 
    154. RAMAZWI SECURITY SERVICES CC 
    155. RED Management Consultants 
    156. Regent Business School (Pty) Ltd t/a Regent Business School 
    157. Resonance Institue of Learning 
    158. Resonance Institute of Learning 
    159. Retshetse Training Project 
    160. REVOLT GROUP TRADING( PTY) LTD 
    161. RI A LINDA SECURITY SOLUTIONS 
    162. Royal Express 
    163. SA College of Technology (PTY) 
    164. SA PROTECTION AND SECURITY UNIT (PTY) LTD 
    165. SADHANA GOVENDER PROJECT CONSULTANTS 
    166. Salt Lake Residence Action Group (SARAG) 
    167. Sebenzisanane Human Capital 
    168. Servilinx 65 t/a Skills Development Academy 
    169. SHAMARIAH SECURITY AND TRAINING 
    170. Signa Academy 
    171. Silalele Consulting CC. 
    172. SIYANIVIKELA SECURITY SERVICES 
    173. SIZA NESU TRAINING AND DEVELOPMENT 
    174. SNAP SOLUTIONS NETWX PTY LTD 
    175. South African ABET Development Agency SAADA 
    176. South African Business and Tec 
    177. South African Corporate Training Association 
    178. South African Governance and Business College 
    179. South West Gauteng College - Molapo Campus 
    180. South West Media College(Pty) Limited 
    181. Southern African Youth Movement 
    182. Success Skills Development and Training Pty Ltd 
    183. Supersport Pty Ltd 
    184. T Mabuya & Associates CC 
    185. Tachfin Holdings 
    186. Talent Centre Training 
    187. Talent Development 
    188. Talent Emporium Academy (PTY) Ltd 
    189. Tasc Business Consulting and Training 
    190. TBL Empowerment Hub 
    191. TESPRO 
    192. Thabelanang t/a Thabelanang Trading Enterprise 
    193. THE CONSORTIUM FOR LANGUAGE DIMENSIONAL DYNAMICS 
    194. THE GMC GROUP PTY LTD 
    195. The Institute of Entrepreneurial Excellence 
    196. The Media Workshop 
    197. Thinking Mind Trading 
    198. Thubelihle Graduate Institute 
    199. Thuto-Boswa Education and Training Solution 
    200. Thuto-Botshabelo Training and Projects (Pty) Ltd 
    201. Tloumogale Business Development & Consulting 
    202. Training Force (Pty) Ltd (Durban) (TP) 
    203. Trainingmania 
    204. Transafric Consulting Pty Ltd 
    205. Tshiredo Training Academy 
    206. Tshwane South Public FET College - Central Office 
    207. Tshwane South Public FET College - Pretoria West Campus 
    208. TSHWANE SOUTH TVET COLLEGE ATTERIDGEVILLE CAMPURS 
    209. TSHWANE SOUTH TVET COLLEGE ODI CAMPUS 
    210. TSHWANE SOUTH TVET COLLEGE PRETORIA WEST CAMPUS 
    211. Tshwane Training Institute (PTY) LTD. 
    212. TWASA 
    213. Ucademy 
    214. Ukwakhile Training 
    215. Ulwazi Training & Development 
    216. Umfolozi FET College 
    217. Umzansi Fretex Consultancy 
    218. UNIVERSITY OF BUSINESS EXCELLENCE(PTY)LTD 
    219. UNLOCK INNOVATIONS (PTY) LTD 
    220. Varsity Institute of Science & Technology (Pty)Ltd 
    221. Vicmat Consultants 
    222. VPK BUSINESS VENTURE C C 
    223. VUTHLARI MARKETING CONSULTING 
    224. WEINVEST INVESTMENT CC 
    225. WZ Events and Projects Management Umtata 
    226. XULU-MAKHATHINI CONSULTANT 
    227. Youth Media Movement 
    228. Zerben Management Solutions 



    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.